Tips For a Successful Direct Mail Campaign

Direct mail has long been a lucrative marketing tool for businesses of all sizes. Whether you are a Small-to-Medium Enterprise, or Blue Chip organisation, the application of this marketing tool can really make a difference to brand awareness, customer loyalty, and lead generation.

Using DMS (Direct Mail Shots) will allow you to focus limited resources in targeted areas to increase the chance of producing results and boosting sales figures. So how can you ensure that you are running the campaign in the most positive way? Here are some top tips for making sure your campaign is profitable.

1. Plan, budget and research – sometimes, DMS can be dismissed as everyday junk mail. But if you plan your campaign properly and seek the best direct mailing services around, you have a much better chance of seeing positive results. The key things you need to think about are who you want to target, what message you endeavour to send out, when you want to do this, and what you want as a result of it.

2. Get a good quality mailing list – a high quality mailing list is absolutely essential to achieving your marketing goals. If you are using existing database information, you need to ensure that you have carried out the best database management possible. Database management can ensure that all contacts are up-to-date and all information is correct. In house lists are usually much more effective than purchased lists from external companies, so this is something to bear in mind.

3. Use incentives – you can maximise response by offering special discounts, prizes, or the enticement of a competition. Make sure that this is going to be considered in your budget and ensure you have the available resources to offer what you are proposing.

Direct Response Email Marketing – Intelligent Selling at Its Best

These ‘hot prospects’ are different from casual visitors because they already have a desire to buy and simply need the right marketing message for the click through.

Boosts Sales:

When conducted properly, direct response email marketing boosts sales figures significantly.

Surveys show that prospects are twice as likely to buy from you if you contact them regularly through email.

Establishes Brand Identity:

An email newsletter that offers useful information is the best way to establish your credibility and expertise in your chosen niche. Strong credibility encourages customer loyalty.

A Definite Call For Action:

Email messages trigger quick responses from interested customers.

Personalized and Interactive:

Direct response email marketing messages offer a wonderful way of interacting with customers and prospects in a more personal way.

You may send the latest news regarding products, services, campaigns and any free offers in your emails.

You can even ask for responses that help you improve your services or products.

Healthy interaction helps you bond with your customers and build longstanding customer loyalty.

Scalable and measurable:

By evaluating click through and conversion rates of your messages, you can assess the demographics and buying decisions of consumers.

This helps you sharpen your marketing strategies further.

The single biggest aim of your messages is to improve click through rates.

Useful tips, humor and engaging content compel prospects to take the necessary action that the marketing message calls for.

If you can make your prospects look forward to your message and emails, clinching the sale becomes the logical next step.

The role of direct response email marketing is not limited to clinching sales alone.

These messages offer a channel of communication with your client base even long after the sale is made.

How to Run an Email Marketing Campaign Properly

Email marketing is a tool for reaching your existing and your potential customers.

When it’s used effectively, it can deliver the most bang for your buck than almost any other form of internet marketing.

It must contain a call for the recipient to do something, like click on a link. This call should be made as easy and as non-threatening as possible, but still motivate the reader to take action, like signing up for a free newsletter or report.

Email marketing is just another form of direct marketing which uses an electronic means of distribution, as compared to the letter box drop and junk mail techniques. Obviously these printed campaigns work very well, otherwise you would not keep getting the flyers delivered to you.

With flyer campaigns, the control over its use is that if you do not specifically put “No junk mail” on your mailbox, you are deemed to be receptive to its receipt. Email campaigns are the direct opposite, in that the recipient must specifically request that he get your email, and under the CAN-SPAM Act of 2003 no sales emails can be sent without that request.

Despite this, email campaigns have certain advantages over the printed flyer.

o An extremely low cost per customer, in fact almost nothing.

o Your message is highly targeted it only goes to customers who are interested in your product and have so indicated by by using a double opt-in process of confirming their initial interest by means of a follow-up email in which they are again asked for their permission to be sent information.

o Emails can be customised, and made personal, using the recipient’s first name.

o It is completely measurable – match the number of emails sent against the number of responses.

o It uses a person’s main connection with the internet – their inbox.
Every email you send out should be considered an opportunity for email marketing, by including your site address as part of your signature.

You can use newsletters to keep your customers informed, or just to keep in touch. They don’t have to be necessarily long, just a few points. I rewrite the ones I receive, just using the main points, and it would only take me about ten minutes.

Newsletters tend to be more useful for long term goals rather than an immediate sale, and should always provide an opportunity to visit your website, where you can promote your products. They should be used to create a long term relationship with your customer.

If you are sending out a direct sales letter, always put the sign-up form where it can be easily seen – above the fold and throughout the email.

Always provide an opportunity for the customer to cancel their permission to receive emails from you, so that you cannot be accused of spamming.

One good technique is to try and include a small gift in your emails. It could be a music track, or an eBook – all of us have our hard drives cluttered up with information, you should have plenty of stuff you can give away. The aim is to get your customer to look forward to your emails and not just delete them when they see who it’s from, an offence I am probably guilty of!

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